Marcia Ferreira Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs

service and you CAN rehabilitate that initial interest. They are much easier to close and more valuable than someone who has never shown interest in your product or service before. Build on that. You donÆt now have to send out a mass mailing of postcards again to revitalize their interest û weÆre only talking about 20 to 100 leads that need to be followed up with a catchy message each month. Yes, they responded to a postcard (if that is what was sent) and will respond again if it is the right communication. The same postcard may work, but what you are trying to do is send repeat communication to those initial ôreachersö and word it in such a way that they will want to reach again. Send a direct mail postcard or an email or both û follow up with repeat mailings to that small cluster of people that is a different, more personal communication than what got them to reach the first time. What would that message be? When you get calls off of your initial mailing, get as much information as possible û cull the data. Have you ever heard of ôDatabase Marketingö or ôCRMö (Customer Relationship Management)? This means getting data about each one of those customers/leads and putting them in a database. What is it that you need to find out? All kinds of things, such as, but not limited to: 1. How they found out about you in first place? 2. What kind of product they are looking for? 3. Do they have a deadline for that need? (This tells you how hot they are as a lead.) 4. What is going to cause them to purchase or not purchase? Ask!! 5. What makes them want to do business with someone or not? Again û ask! You can find out all of this information while talking to the person on the phone when that person first calls. The more interested you are in that lead the more they will like you and will want to do business with you. It is not how interesting you are or how low your price is, or how great your company is û it is how much you actually are interested in them. Your initial closing percentage will actually go up and likewise you will have simple information that can be put into a data base (or a simple Excel spreadsheet) about your leads and youÆll be able to find out what is the common denominator about those people. Then do a communication to those people based on those common factors. By the way û this is what the big companies are doing, they already know about this. If you want to get big û do what the postcard marketing experts

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